Ray Cooper Email & Phone Number

Kansas City, Missouri, United States

Kansas City, Missouri, United States

Kansas City Metropolitan Area

Microbulk Sales Specialist / Propane Product Manager at Praxair Distribution, Inc. A Linde Company

• Lead the restructuring of nationwide sales organization, encompassing:o Crafting job descriptions, interviewing and hiring three Regional Sales Managers (RSM's) positions.o Separating U.S. into three territories of West, Central and East. o Dividing Account Managers (AM) into three regions. o Assigning RSM’s special projects based on Subject Matter Expertise to for sharing of best practices to regional management team. • Continually increasing year over year Gallons and GMD including: o Improved all Account Manager (72) total Gross Margin Dollars (GMD) for FY20 by 14%.o Expanded overall Account Manager FY20 customer counts by 14.5%.o FY21 Sales Organization at 105% of gallons and 114% of GMD versus PYTD (9% ahead of Budget)o Increased Other Income (fees, charges and rental) revenues by 43% over PY o Top 10 Account Manager new sales GMD improved 25% over PY. o Bottom 10 Account Manager new sales GMD improved 122% over PY. o Rookies (1 YR or less of service) new sales GMD improved 59% versus PY. o All While cutting AM expenses by 47% from prior year• Track and distribute all sales numbers (current year, prior year, year-to-date and month-to-date, historical, forecasting insights) to RSM's to identify KPI’so Proactively pinpoint leading indicators forecasting sales performance issues to address immediately versus end of fiscal year. • Forecast and developed annual sales organization budgets, distributed to Regional Sales Managers for FY. o Totaling $33,000,000 in NEW Sales GMD Goal/Budget for FY21• Currently at 129% of goal for Account Managers as relates to Salesforce adoption metrics, monitoring weekly for opportunities, setting of opportunities, and requiring 25 leads/prospects per week for each AM.• Generated messaging in coordination with V.P. of Operation and Regional Operations Manager, for aligned strategies, ensuring sales, operations and customer service teams eliminate silo’s and maintain constant collaboration.

Overland Park, Kansas, United States

• Supported 11 operations regions with indirect management of 70 Account Managers (AM), scheduling monthly AM calls for new initiatives, sharing of best practices, and inviting corporate partners to call. • Created detailed analytic reporting for setting of AM goals and establishment of performance metrics, including current versus prior year, asset utilization initiatives, turn rate performance, and authorization for expenditure performance. o Oversaw special projects for COO and managed OCF/Pricing Model.• Led Salesforce adoption and implementation throughout Sales organization, including complete Change Management process. o Developed metrics for Salesforce dashboard adoption, including AM logins (for daily accessing of program), lead/prospect submissions, conversions, etc., ensuring ongoing utilization. o Designed AM Home Page and links in collaboration with IT buildout team, determining all fields o Initiating Account Manager “chatter” page for sharing of best practices, and driving group sharing. • Evaluated and built account manager commission program, and numerous pricing models.

Overland Park, Kansas

• Solely responsible for new business development of National Clients headquartered in Eastern United States.• Travels to New and Existing National Clients introducing Ferrellgas, outlining national programs, finalize opportunities and ongoing retention efforts.• Manages all aspects of existing book of "National Account” Clients totaling 72 million gallons annually• Increased customer gallons by over 7% year over year each year in my current role• Doubled GMD and Increased overall margin by double digits.• Oversees the continued updating of internal profitability tools for both bidding and reporting purposes• Team lead for training on the use of all Profitably tools and detailed analysis for all new and existing clients• Oversees onboarding process of new National Clients including but not limited to timelines, pricing, equipment needs as well as ongoing bi-monthly progress reporting/conference calls.• Establishes SOP's for internal teams to follow once sales cycle and onboarding process is complete and fully implemented.• Collaborates with local Operations team to ensure roll out of new programs are seamless for the customer.• Developed marketing material for both National Sales Team as well as Local Sales Representatives.• Manages all profitability models for quoting new National client opportunities in eastern United States, ensuring all opportunities are profitable both locally and nationally.• Oversees all technical training/understanding for National Account Sales team for all national opportunities throughout the United States.• Currently leading all National Sales efforts, as well as winning every National Sales competition from FY 2014 to present.

Olathe, Ks

• Managed nationwide new business development goals for current FY. Including overseeing three National Sales Mangers/Customer relationships, personal cultivation of new business and entrusting ongoing program management to appropriate National Sales Manager. • Develop customer RFP’s (up to 50 pages), PowerPoints for National Sales Group, and coordinate with Legal/Risk Department on Master Service Agreements. • Interview and assess existing subcontractors in markets without DH Pace corporate branch presence, establishing subcontractors for existing clientele, touring facilities to ensure work quality, professionalism, and follow up, and discuss DH Pace performance as subcontractor partner. • Collaborate with Operations and Projects Team regarding all offers negotiated with clients, ensuring appropriate scope of products and services. • Tasked with building vendor business and performance review document for utilization organization-wide, inclusive of ratings for customer ranking, vendor responsiveness, customer service quality, customer training, adaptability to customer needs, cost savings initiatives, product quality, product pricing, additional support for new opportunities, ordering process ease of use, and lead opportunity generation. • Travel to manufacturer’s onsite, observing manufacturing processes, receiving additional product training, touring facilities, and visiting with operational managers.• Collaborated with National Customer Support Team of 96, ensuring appropriate service levels for new customers, including implementation of SOP’s, customer service team follow-through on products sold, and coaching of staff toward career advancement opportunities. • Managed customer onboarding process, including program design and documentation, 90-day onboarding plan in coordination with Onboarding Team of four, utilization of Customer Support Teams for customer follow through and ongoing customer service, and ongoing program management.

Account Manager for commercial accounts in the KC area in charge of retention and growth.o Ranked 1st in sales region three years consecutively.o FY2012 – currently rank 2nd of 67 sales personnel company-wide.o FY2011 – ranked 5th out of 77 sales personnel company-wide.o FY2010 – ranked 7th out of 86 sales personnel company-wide.o FY2009 – ranked 11th out of 75 sales personnel company-wide (partial year).

Kansas City, Missouri Area

• Directed daily operations of restaurant and bar, encompassing employee management, inventory and procurement, customer satisfaction and sales. Accountable for profit and loss, cost control, and payroll, including analysis of onsite staff versus percentage of sales.• Built business to $1,000,000 in annual sales during management tenure. • Supervised staff of 30+ including recruitment, interview, hiring and dismissal, scheduling, performance reviews, merit increase determination, and training or arrangement for training.

Columbia, Missouri

• Oversight of daily operations for two restaurant and bar locations, including employee management, inventory and procurement, customer satisfaction, service and product quality, and sales. Accountable for profit and loss, cost control, and payroll, including analysis of onsite staff versus percentage of sales.• Increased sales 10% two years consecutively during management tenure. • Recruited, interviewed, hired, supervised, scheduled, trained and motivated staff of 75 + part-time employees, including wait staff, kitchen staff, bartenders, and shift managers. Utilized strategic hiring by targeting fraternity and sorority houses and garnering new University-based patrons.

Bs, Criminal Justice

Activities and Societies: Sigma Nu

Education record